The role of emotions and cognitions in post-trial product attitudes: assessing the effects of attribute information for hedonic and utilitarian products
AbstractThis research investigates the role of emotional responses and cognitive structures in attitude formation from product trial experience of hedonic versus utilitarian products, when trial is preceded by different attribute information. The results indicate that, for utilitarian products, cognitive responses and pleasure play an important and distinctive role in posttrial attitude formation, whether search or experience attribute information is provided before trial. For hedonic products, providing search (vs. experience) attribute information prior to trial results in differential effects of emotions and cognitions on attitude formation. Specifically, when search attribute information is included in pre-trial advertisements, cognition and pleasure are significant antecedents of post-trial attitude formation. However, when experience attribute information is provided before trial experience, only emotions (pleasure and arousal), but not cognitions, have a significant effect on post-trial product attitudes. Theoretical and managerial implications of the study are provided.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
Bibliographic InfoArticle provided by Economic Publishing House in its journal Management & Marketing.
Volume (Year): 7 (2012)
Issue (Month): 2 (Summer)
Contact details of provider:
emotions and cognitions; utilitarian and hedonic products; search and experience attributes; trial.;
You can help add them by filling out this form.
reading list or among the top items on IDEAS.Access and download statistics
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Simona Vasilache).
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.